Alan Hurd Foundation, Fundamentals, & Leadership


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Personal Strategies for Effective Leadership, Team Motivation, and Sales Productivity.

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Alan Hurd Foundation, Fundamentals, & Leadership

  1. 1. Regional Director of Sales Sales Driver ♦ Client Programs ♦ Leadership Alan Hurd 678-462-6000 [email_address]
  2. 2. Methodologies and Experience
  3. 3. The Foundation
  4. 4. Core Fundamentals
  5. 5. Coaching Strategy Skills and Knowledge Effort and Activity Goals and Objectives The Tools The Process The Results Coach to Behaviors Not Just End Results
  6. 6. Vision <ul><li>Corporate vision is a short, succinct, and inspiring statement of aspirations for the future. </li></ul><ul><li>A grand, noble vision elevates the energy, enthusiasm and self-esteem of everyone in the organization and it must ensure a benefit to everyone. </li></ul><ul><li>For a Vision to have any impact of the employees of an organization it must: </li></ul><ul><ul><li>Be conveyed in a dramatic and enduring way </li></ul></ul><ul><ul><li>Inspire and ensure a benefit to everyone </li></ul></ul><ul><ul><li>Ask employees for their best, their most or their greatest yet </li></ul></ul><ul><ul><li>Be a stretch </li></ul></ul><ul><ul><li>Be communicated constantly </li></ul></ul><ul><ul><li>Have “buy in” so employees see the vision as belonging to them </li></ul></ul><ul><li>It is the vision of the future possibilities, of what can be, that arouses emotion and motivates people to give of their best. </li></ul>&quot;Vision without action is a daydream. Action without vision is a nightmare.&quot;  – Japanese proverb
  7. 7. Leadership is…. Source: Ten3 global internet poll
  8. 8. Leadership and Results <ul><li>Leaders create an inspiring culture within their organization. They supply a shared vision and inspire people to achieve more than they may ever have dreamed possible. </li></ul><ul><li>As an element in social interaction, leadership is a complex activity involving: </li></ul><ul><ul><li>A process of influence </li></ul></ul><ul><ul><li>Being both leaders and followers </li></ul></ul><ul><ul><li>The achievement of goals, the commitment of individuals to such goals and the enhancement of group cohesion </li></ul></ul><ul><li>The most important quality of leadership, the one quality for which you want to be known, is extraordinary performance, with the goal of achieving extraordinary results. - Brian Tracy </li></ul><ul><li>Leading others is not simply a matter of following some how-to guides, it is about creating conditions under which all your followers can perform independently and effectively toward a common objective. </li></ul>“ Leadership is Influence!” – Dale Carnegie
  9. 9. Leadership Qualities <ul><li>Leaders: </li></ul><ul><li>Spend time on what is important. Training, one-on-one coaching, motivating, planning - these aren’t urgent tasks, but they are critical </li></ul><ul><li>Set demanding and challenging goals </li></ul><ul><li>Promote dynamic “Team Environments” </li></ul><ul><li>Seek responsibility: “How can I contribute” </li></ul><ul><li>Know that rules without the relationships to sustain them will result in rebellion </li></ul><ul><li>Stay proactive and are problem predictors who look ahead </li></ul><ul><li>Multiply growth in their enterprises by empowering others to act more boldly and decisively </li></ul><ul><li>Seek feedback and advice </li></ul><ul><li>Possess entrepreneurial flair </li></ul><ul><li>Delegate efficiently </li></ul>&quot;The leader’s objective is to leverage the strengths of people and make their weaknesses become irrelevant.&quot; - Blanchard and Miller
  10. 10. Leadership’s Impact <ul><li>Inspirational leaders create 'can-do' attitude and make business fun. </li></ul><ul><li>Leaders unlock inner power of their people and sustain their commitment. </li></ul><ul><li>Inspirational leaders inspire, energize and move people into action. </li></ul><ul><li>Leadership builds corporate communities in which people feel valued, capable, confident and strong. </li></ul><ul><li>People do what they have to do for a manager, they do their best for an inspirational leader... </li></ul>&quot;Leadership: The art of getting someone else to do something you want done because he wants to do it.&quot; - Dwight Eisenhower
  11. 11. People and Results <ul><li>Well educated, coached, and highly motivated people are critical to the development and execution of strategies and results. </li></ul><ul><li>&quot;We are constantly amazed by how much people will do when they are not told what to do by management.“ </li></ul><ul><li>- Jack Welch </li></ul><ul><li>People are not led by plans and evaluations. If you want to move and get the best from your people, don't say &quot;I have a strategic plan&quot;. You must create inspiration, self-respect, a sense of ownership and excitement. </li></ul><ul><li>What Drives People? </li></ul><ul><ul><li>Inspiring vision </li></ul></ul><ul><ul><li>Challenge, stretch goals </li></ul></ul><ul><ul><li>Passion </li></ul></ul><ul><ul><li>Sense of ownership </li></ul></ul><ul><ul><li>Involvement </li></ul></ul><ul><ul><li>Self-confidence </li></ul></ul><ul><ul><li>Speed </li></ul></ul><ul><ul><li>Growth opportunities </li></ul></ul><ul><li>People change when they are emotionally engaged and committed. </li></ul>&quot;In the end, all management can be reduced to three words: people, product, and profits. People come first .“   – Lee Iacocca
  12. 12. People, Teamwork, and Culture <ul><li>Recruiting: Recruit the best, it’s that simple! Always be recruiting, maintain bench strength, and utilize a top performer profile. </li></ul><ul><li>Teamwork: The purpose of assembling a team is to accomplish bigger goals than would be possible for the individual working alone. Together Everyone Accomplishes More. </li></ul><ul><li>The Dream Team: Focuses on a common target, with interconnected roles, complementary know-how, self-created process, and a &quot;committed connectedness&quot; that holds all members mutually and equally responsible and accountable for the results. </li></ul><ul><li>Culture: Refers to an organization's values, beliefs, and behaviors. In general, it is concerned with beliefs and values on the basis of which people interpret experiences and behave. Firms with strong cultures achieve higher results because employees sustain focus both on what to do and how to do it. </li></ul><ul><li>Establish a Culture that is : </li></ul><ul><ul><li>Communicative </li></ul></ul><ul><ul><li>Trusting </li></ul></ul><ul><ul><li>Candid </li></ul></ul><ul><ul><li>Honest </li></ul></ul><ul><ul><li>Fair </li></ul></ul>“ Trust happens when leaders are transparent, candid, and keep their word.  It’s that simple.” – Jack Welch, Winning
  13. 13. Strategy Recruiting Top Talent, Right Fit Always be Recruiting One On Ones Career Development Goal Setting Training Role Plays External Education Recognition Consistency Keep it Fun Follow Up Build Relationships Follow Up Tool HIGH FIVES <ul><li>Successful companies are those that focus their efforts strategically and with laser like focus. </li></ul><ul><li>Strategy should be a stretch exercise, not a fit exercise. </li></ul><ul><li>A successful strategy adds value for the targeted customers over the long run by consistently meeting their needs better than the competition. </li></ul><ul><li>Strategy is an agreed-on guide to action that should lead business to success in the marketplace by satisfying customer needs better than the competition does. </li></ul><ul><li>Utilization of “High Five” Strategy Initiatives at all levels of the organization, including Sales Reps. </li></ul>
  14. 14. Training: Value-Added Selling <ul><li>Continuous Value-Added sales training, in tandem with prospecting and closing, is crucial to the growth and sales success of a team and individuals. </li></ul><ul><li>Value-added selling focuses on the services that support the customer’s needs. </li></ul><ul><li>The key to competing on a value-added basis is to know what your competitors offer and where your own strengths lie. </li></ul><ul><li>Price is never a valid objection. You have to convince customers that they are getting value that's well worth the price being paid.“ – Chuck Reaves </li></ul><ul><li>If you can demonstrate and maybe even quantify the true value of your product or service, and you do it in a way that the customer perceives as having value, then the customer will buy at a higher price. </li></ul><ul><li>Always, but always find the need behind the need and ask what is important to the customer. </li></ul><ul><li>Role playing is a key to retention and perfection, in delivery and with responses. </li></ul>” Things may come to those who wait, but only things left by those who hustle.” - Abraham Lincoln
  15. 15. Strategy and Achievements KEY METRIC LEADERS – Delegation Initiative adopted Nationwide at T-Mobile
  16. 16. Operations and P/L Experience <ul><li>Sales Operations: </li></ul><ul><li>♦ Product Launches </li></ul><ul><li>♦ Sales Training </li></ul><ul><li>♦ Compensation Design & Implementation </li></ul><ul><li>♦ Inventory Control </li></ul><ul><li>♦ Store Build Outs and Lease Negotiation </li></ul><ul><li>♦ Wrote Nationally Adopted Guides </li></ul><ul><li>♦ Recognition Programs </li></ul><ul><li>♦ Established Vision and Processes to Rank Top 3 Nationally in 8 of 10 Metrics </li></ul><ul><li>P/L Accountability - $37 Million Budget: </li></ul><ul><li>Employees & Benefits ♦ Inventory & Shrinkage </li></ul><ul><li>Advertising & Development ♦ Commissions & Salaries </li></ul><ul><li>Leases & Rents ♦ Marketing & Promotions </li></ul>
  17. 17. Operational Experience <ul><li>Implemented product launches with critical path methodology: Pre-advertising, pre-training sweeps, what if scenarios, support mechanisms, contest implementation, collateral aids, inventory delivery, product positioning, post training sweeps, visual aid placement, and launch parties </li></ul><ul><li>Developed Prospecting Tracking System which provided accountability for cold calling goals and appointments </li></ul><ul><li>Designed and implemented Follow Up Software which organized efforts and assisted in sales growth </li></ul><ul><li>Developed B2B Playbook to maximize selling time by streamlining operational functions and administrative tasks </li></ul><ul><li>Conceived new prospecting and cold calling scripts with an easy to follow “what if” flow chart </li></ul><ul><li>Designated as merger liaison / project manager for B2B channel and Corporate Sales Operations during acquisition </li></ul><ul><li>Developed compensation plans, recognition programs, rate plan packaging /expansion, and business analytics </li></ul>T-Mobile Executive Moderator for Culture Training
  18. 18. Marketing Experience <ul><li>Marketing and Advertising Campaigns </li></ul><ul><li>Served as Presenting Sponsor with Star 94 at Music Festivals, Jingle Jam, and the US 10K Race </li></ul><ul><li>Developed content and oversaw radio campaigns in markets throughout the state </li></ul><ul><li>Created internal store verbiage and signage for promotions </li></ul><ul><li>Formed relationships with Atlanta Thrashers, Hawks and minor leagues teams </li></ul><ul><li>Developed and expanded relationships with Phillips Arena & World Children’s Center. </li></ul><ul><li>Oversaw Google Campaign in tandem with Website and Company Messaging </li></ul><ul><li>Results: Increased brand awareness, market exposure and sales; linked brand to events. </li></ul><ul><li>Built Strategic Vendor Relationships with Motorola, Samsung, Nokia, RIM, Asurion, and Sony Ericsson. </li></ul><ul><li>Researched challenges facing vendors in obtaining increased market share </li></ul><ul><li>Devised strategies to promote products </li></ul><ul><li>Product placement in sponsored events, contests and recognition programs </li></ul><ul><li>Convinced vendors to subsidize costs for quarterly sales banquets </li></ul><ul><li>Orchestrated in-store training to promote features and benefits </li></ul><ul><li>Results: Improved product visibility and sales; facilitated greater monetary and product support for events. </li></ul>
  19. 19. Sales Driver ♦ Client Programs ♦ Leadership Alan Hurd 678-462-6000 [email_address]